Business Development

Duties And Responsibilities

• Market Development
• Maintain strong visibility within contractor and design communities.
• Develop organizational and decision making charts for general contractors and architects.
• Identify key accounts (architect, GC, end user) and develop and execute growth plans.
• Relationship Development
• Build and maintain trusted relationships with General Contractors, architects, developers, and owners.
• Serve as a strategic partner during project planning and design phases.
• Pursuit Strategy
• Creative researching capabilities and ability to build diverse networks.
• Evaluate project opportunities and contractors to support bid / no-bid decision making.
• Provide market intelligence and strategic input to internal teams.
• Position ISEC for early engagement opportunities such as design assist.
• Client Engagement
• Lead client presentations, project discussions, and pursuit coordination.
• Represent ISEC at industry events and client meetings.
• Build industry networking groups and channels to source information i.e. scope sheets, Tenants in the Market (TIMS) sheets.
• Work with marketing to develop project specific pitches, local events, and local marketing.
• CRM Management
• Input all opportunities into the CRM, map stakeholders and keep up to date status reports along with relevant project information.
• Use CRM data to track market trends, forecasting and closure insight.
• Interview, Negotiation, & Closure
• Generate and drive closure strategy with the collective preconstruction team.
• Prep and participate in interviews.
• Negotiate terms and conditions to dial in contracts.

Qualifications

• Preferred Qualifications:
• Bachelor’s Degree in Construction Management, Business, Engineering, Communication, Marketing or related field preferred.
• 5-10 years of successful construction sales or business development experience.
• Established network of contractors, architects, and project stakeholders.
• Strong understanding of ISEC product lines and construction applications.
• Proven ability to develop relationships and influence project teams.
• Strong networking, negotiation, and communication skills.
• Minimum Qualifications:
• High School Diploma or equivalent with 5+ years of construction sales, business development, or marketing experience.
• Ability to identify and qualify project opportunities aligned with company capabilities.
• Strong relationship-building and professional communication skills.
• Experience collaborating with estimating and operational teams during project pursuits.
• Proficiency with Excel, Work, PowerPoint, and CRM tools.

Customer Service Skills

• Consistently deliver outstanding service to both internal and external customers.
• Take initiative and ownership in resolving customer concerns or connecting them with the appropriate resource.
• Actively listen, ask thoughtful clarifying questions, and confirm understanding with customers.
• Maintain a high level of accountability – ensures that you will do what you say that you are going to do.
• Build positive personal connections through warm, friendly, and respectful interactions.
• Maintain a positive and professional attitude.

Core Competencies

• Urgency and drive to find and develop opportunities.
• Relationship Building – Develop trusted relationships with contractors, architects, developers, and owners.
• Market Awareness – Maintain strong understanding of construction trends, project pipelines, and competitive dynamics.
• Strategic & Creative Thinking – Identify opportunities aligned with company capabilities and growth objectives.
• Professional Communication & Presentation – Effectively represent ISEC in meetings presentations, and industry events.
• Influence & Negotiation – Guide project teams towards solutions that align with project goals while positioning ISEC competitively.
• Initiative & Accountability – Self-driven professional capable of building and maintaining a strong opportunity pipeline.

Measures of Success

• Development of a strong and sustainable opportunity pipeline.
• Growth of relationships with contractors, architects, owners, and developers.
• Successful engagement in early-stage project planning and design discussions.
• Strategic identification and qualification or project opportunities.
• Contribution to revenue & profit growth across targeted markets.
• Effective collaboration with inside sales, estimating, and operations team.
• Account growth with assigned GC accounts, expanding ISEC’s scope of work, product representation, and revenue share over time.
• Growing the number of active contracts within assigned accounts year over year.
• Consistently logging all activity, communications, and opportunity updates in the CRM, maintaining accurate and up-to-date records across all assigned accounts and pursuits.